CRM On Demand. Oracle CRM On Demand for Partner Relationship Management Configuration Guide

Transcription

1 CRM On Demand Oracle CRM On Demand for Partner Relationship Management Configuration Guide Release 18, Rev. A September 2010

2 Copyright 2005, 2010 Oracle and/or its affiliates. All rights reserved. Oracle is a registered trademark of Oracle Corporation and/or its affiliates. Other names may be trademarks of their respective owners. This software and related documentation are provided under a license agreement containing restrictions on use and disclosure and are protected by intellectual property laws. Except as expressly permitted in your license agreement or allowed by law, you may not use, copy, reproduce, translate, broadcast, modify, license, transmit, distribute, exhibit, perform, publish or display any part, in any form, or by any means. Reverse engineering, disassembly, or decompilation of this software, unless required by law for interoperability, is prohibited. The information contained herein is subject to change without notice and is not warranted to be errorfree. If you find any errors, report them to us in writing. If this software or related documentation is delivered to the U.S. Government or anyone licensing it on behalf of the U.S. Government, the following notice is applicable: U.S. GOVERNMENT RIGHTS Programs, software, databases, and related documentation and technical data delivered to U.S. Government customers are "commercial computer software" or "commercial technical data" pursuant to the applicable Federal Acquisition Regulation and agency-specific supplemental regulations. As such, use, duplication, disclosure, modification, and adaptation of the Programs, including documentation and technical data, shall be subject to the licensing restrictions set forth in the applicable Oracle license agreement, and, to the extent applicable, the additional rights set forth in FAR , Commercial Computer Software--Restricted Rights (June 1987). Oracle America, Inc., 500 Oracle Parkway, Redwood City, CA This software is developed for general use in a variety of information management applications. It is not developed or intended for use in any inherently dangerous applications, including applications which may create a risk of personal injury. If you use this software in dangerous applications, then you shall be responsible to take all appropriate fail-safe, backup, redundancy and other measures to ensure the safe use of this software. Oracle Corporation and its affiliates disclaim any liability for any damages caused by use of this software in dangerous applications. The Programs may provide links to Web sites and access to content, products, and services from third parties. Oracle is not responsible for the availability of, or any content provided on, third-party Web sites. You bear all risks associated with the use of such content. If you choose to purchase any products or services from a third party, the relationship is directly between you and the third party. Oracle is not responsible for: (a) the quality of third-party products or services; or (b) fulfilling any of the terms of the agreement with the third party, including delivery of products or services and warranty obligations related to purchased products or services. Oracle is not responsible for any loss or damage of any sort that you may incur from dealing with any third party.

3 Contents Configuration Guide 1 Chapter 1: What s New in This Release Chapter 2: Overview of Oracle CRM On Demand for Partner Relationship Management About This Guide 9 About Partner Relationship Management 9 Chapter 3: Getting Started Provisioning 11 Record Types for 11 Chapter 4: Configuring Oracle CRM On Demand for Partner Relationship Management About Configuring 13 Upgrading from Previous Releases 14 Manual Migration of Fund Requests 14 Roadmap for Configuring Oracle CRM On Demand for Partner Relationship Management 16 Setting Up Page Layouts 16 Page Layout Configurations for the Channel Manager Role 20 Page Layouts for the Channel Manager Role 20 Page Sections for the Channel Manager Role Page Layouts 22 Page Layouts for the Channel Manager Role Page Layouts 26 Related Information Sections for the Channel Manager Role Page Layouts 46 Page Layout Modifications for the Partner Sales Representative Role 50 Page Layouts for the Partner Sales Representative Role 51 Page Sections for Page Layouts for the Partner Sales Representative Role 52 Page Section Layouts for Page Layouts for the Partner Sales Representative Role 52 Page Layouts for Related Information Sections for the Partner Sales Representative Role 70 Setting Up Access Profiles for Partner Roles 74 Access Profile Settings for the Channel Manager Role 75 3

4 Contents Access Profiles for the Channel Manager Role 75 Access Levels for the Channel Manager Role 76 Setting Up the Channel Manager Access Profile for Partner Campaigns and Partner Plans 76 Access Profile Settings for the Partner Sales Representative Role 77 Access Profiles for the Partner Sales Representative Role 77 Access Levels for the Partner Sales Representative Role 77 Creating Partner Roles 87 Role Settings for the Channel Manager Role 89 Record Type Access for the Channel Manager Role 89 Privileges for the Channel Manager Role 90 Tab Access and Order for the Channel Manager Role 90 Page Layouts Assigned to the Channel Manager Role 91 Role Settings for the Partner Sales Representative Role 92 Record Type Access for the Partner Sales Representative Role 92 Privileges for the Partner Sales Representative Role 94 Tab Access and Order Settings for the Partner Sales Representative Role 95 Page Layouts Assigned to the Partner Sales Representative Role 96 Privileges for the Partner Administrator Role 97 Adding Partner Users 98 Process of Configuring Books and Workflow Rules for Oracle CRM On Demand for Partner Relationship Management 99 Creating the Partner Organization Book Type 99 Creating Books for Partner Accounts 100 Configuring Workflow Rule Actions to Synchronize Partner Accounts 101 Example of Using a Workflow to Automatically Add a Partner Book to an Opportunity 108 Viewing Workflow Results 108 Chapter 5: Managing Partner Relationships About Partner Account and Profiling Management 112 Guidelines for Working with Partner Accounts 112 About Book Management 113 Example Process of Creating Partner Accounts 114 About Managing Partner Programs 116 Defining a Partner Program (Channel Manager) 116 About Lead Management 117 Example Process of Managing Leads 117 About Managing Deal Registration 118 4

5 Contents Example Process of Managing Deal Registration 120 Deal Registration in Earlier Releases 123 Process of Registering a Deal 124 About Fund Management 125 Managing Funds (Channel Managers) 126 About Fund Request Management 126 Managing Fund Requests (Partner Users) 127 About Fund Request Claims Management 128 Example Process of Managing Fund Request Claims 128 About MDF Request Management 129 Managing MDF Requests (Partner Users) 130 About MDF Claims Management 130 Example Process of Managing MDF Claims 130 About Special Pricing Request Management 131 Managing Special Pricing Requests (Partner Users) 132 About Special Pricing Claims Management 133 Example Process of Managing Special Pricing Claims 133 About Applications 134 Managing Applications (Channel Manager) 135 About Partner Content Management 135 Example Process of Managing Partner Content 136 About Training and Certification Management 137 About Courses 137 About Exams 138 About Certifications 138 About Accreditations 139 Example Process of Managing a Course 139 Index 5

6 Contents 6

7 1 What s New in This Release What s New in Oracle CRM On Demand for Partner Relationship Management Configuration Guide, Release 18, Rev. A Table 2 lists the changes described in this version of the documentation to support this release of the software. Table 1. Topic New Product Features in Configuration Guide, Release 18, Rev. A Description Page Layout Configurations for the Channel Manager Role Page Layout Modifications for the Partner Sales Representative Role Creating Partner Roles Upgrading from Previous Releases Modified the layout of table #5 so that multiple columns are no longer under a single column header. Modified the layout of table #6 so that multiple columns are no longer under a single column header. Changed the format of the cross-references to be consistent with other cross-references in the document. Modified the content to only include Release 18 specific upgrade tasks. Table 2. Topic New Product Features in Configuration Guide, Release 18 Description Provisioning Oracle CRM On Demand for Partner Relationship Management Added the following Training and Certification record types to the list: Accreditations Certifications Courses Exams Configuring Oracle CRM On Demand for Partner Relationship Management Added new Training and Certification record types to many of the field, page, and tab layout tables. Added Objective and Business Plan record types to many of the field and page layout tables. 7

8 What s New in This Release Table 2. Topic New Product Features in Configuration Guide, Release 18 Description About Training and Certification Management Added brief description of the four new Training and Certification record types. Example Process of Managing a Course Added tasks involved with managing a course. 8

9 2 Overview of Oracle CRM On Demand for Partner Relationship Management This chapter provides an overview of. It includes the following topics: About This Guide on page 9 About Partner Relationship Management on page 9 About This Guide This guide describes how to configure and provides details of suggested page layouts and roles that you can set up to support partner relationship management. Your company s requirements might differ from the settings suggested in this guide. This guide also provides examples of tasks and processes that are typically performed by users in. Your company can customize the tasks and processes to support your business requirements. For more information about administering and using Oracle CRM On Demand, see Oracle CRM On Demand Online Help About Partner Relationship Management A partner, partner channel or partner organization is an external company or a person at a company that sells or services products belonging to the brand owner. Oracle CRM On Demand for Partner Relationship Management supports brand owners in managing their partner relationships. It improves the brand owners ability to manage partners, partner programs, leads, deal registrations, opportunities, funds, fund requests, training, and certification. Using, you can manage the following: Partner accounts and profiling Partner programs Leads Service requests Business plans Objectives Opportunities Deal registrations Content (solutions) Market development fund requests 9

10 Overview of About Partner Relationship Management Special pricing authorizations and requests Partner self-administration Training and certification 10

11 3 Getting Started This chapter describes the initial tasks that must be completed before you begin to configure Oracle CRM On Demand for Partner Relationship Management. It includes the following topic: Provisioning Provisioning Oracle CRM On Demand for Partner Relationship Management If your company plans to use, your first task is to contact Customer Care and ask them to set up your company to use Oracle CRM On Demand for Partner Relationship Management. The initial setup process, which is referred to as provisioning, makes available Web pages, record types, features, and fields, which can differ from the standard edition of but are relevant to your business. Record Types for Oracle CRM On Demand for Partner Relationship Management When Customer Care provisions for your company, they add the following record types to Oracle CRM On Demand: Accreditation Certification Course Deal Registration Deal Registration Product Revenue Exam Partner Partner Program Fund Fund Request MDF Request Special Pricing Request Special Pricing Product 11

12 Getting Started Provisioning Oracle CRM On Demand for Partner Relationship Management Price List Price List Line Item Customer Care also creates the PRM administrator access profiles and the PRM administrator role, and assigns this role to your company administrator. This role gives company administrators the privileges and access options that they require to do the following: Configure. Create other roles. Grant the same privileges and access options to other roles, as required. For more information on these configuration tasks, see Configuring Oracle CRM On Demand for Partner Relationship Management on page 13 Customer Care can also set up other features in Oracle CRM On Demand for Partner Relationship Management, including the following: Custom objects and company branding How your company accesses Oracle CRM On Demand How your company manages large volumes of data 12

13 4 Configuring Oracle CRM On Demand for Partner Relationship Management This chapter describes how to configure Oracle CRM On Demand for Partner Relationship Management. It includes the following topics: About Configuring on page 13 Upgrading from Previous Releases on page 14 Roadmap for Configuring on page 16 Setting Up Page Layouts on page 16 Page Layout Configurations for the Channel Manager Role on page 20 Page Layout Modifications for the Partner Sales Representative Role on page 50 Setting Up Access Profiles for Partner Roles on page 74 Access Profile Settings for the Channel Manager Role on page 75 Access Profile Settings for the Partner Sales Representative Role on page 77 Creating Partner Roles on page 87 Role Settings for the Channel Manager Role on page 89 Role Settings for the Partner Sales Representative Role on page 92 Adding Partner Users on page 98 Process of Configuring Books and Workflow Rules for Oracle CRM On Demand for Partner Relationship Management on page 99 About Configuring Oracle CRM On Demand for Partner Relationship Management This chapter provides suggested configurations for two roles in Oracle CRM On Demand for Partner Relationship Management, including page layouts and access profiles for those roles. It also describes the following: How to configure books and workflow rules for Oracle CRM On Demand for Partner Relationship Management How to add and manage users (that is, partner users) for Oracle CRM On Demand for Partner Relationship Management Your company requirements might differ from the settings suggested in this chapter. Configuring for your company involves setting up user roles, users, books, and workflow rules. 13

14 Configuring Upgrading from Previous Releases The PRM administrator can set up as many Oracle CRM On Demand for Partner Relationship Management specific roles as are required to support the brand owner s business processes. The configuration settings described in this chapter are the suggested settings for the following roles in : Channel manager role. You typically assign the channel manager role to one or more users in the brand owner company who are responsible for maintaining the relationship between the partner organizations and the brand owner company. Partner sales representative role. The partner sales representative role is suitable for users who are members of partner organizations. Users from partner organizations typically have access only to records that relate specifically to their partner organization. Partner administrator role. You usually give the partner administrator role to one or more users in a partner organization. These users have the responsibility for creating and editing the partner users of Oracle CRM On Demand. It is recommended that you set this role in a similar fashion as the partner sales representative role, but with some additional access. Some brand owners will choose not to use this role. Your company might require roles other than those described in this topic. Before you begin your configuration tasks, do the following: Contact Customer Care to have provisioned for your company, as described in Provisioning Oracle CRM On Demand for Partner Relationship Management on page 11. Determine the fields, page layouts, access profiles, and roles that you must configure to support your company's business needs. Your company requirements might differ from the settings suggested in this chapter. Upgrading from Previous Releases When upgrading from previous releases to Release 18, you must perform the following task: Manual Migration of Fund Requests on page 14 Manual Migration of Fund Requests Record types Special Pricing Request and MDF Request replace the Fund Requests record type. If you have been using fund requests, you can either continue using them or manually migrate them to the newly introduced Special Pricing Requests and MDF Requests record types. It is recommended that you do the latter with the current release. You can migrate fund requests either directly after the upgrade or later, depending on your needs. After the migration, you must not use Fund Requests with Special Pricing Requests and MDF Requests, because this will be problematic. You can access the existing fund request records through the new record types. 14

15 Configuring Upgrading from Previous Releases The manual migration to the new record types involves using the Oracle CRM On Demand for Partner Relationship Management user interface and the batch update capabilities. A script is not provided. Before the migration, all of the fund request records that will be included in this process must have the record type defined as SPA or MDF. Complete the steps in the following procedure to manually migrate fund requests. To manually migrate fund requests 1 Define the principal partner account for each migrated record. For more information on creating and modifying partner records, see Oracle CRM On Demand Online Help. For example, you can set the principal partner account as the partner organization of the record owner. 2 Migrate the Fund Request Status field values to the Special Pricing and MDF Request Submission Status, Approval Status, and Claim Status field values as shown in the table below: Fund Request Field Special Pricing or MDF Request Field Status Submission Status Approval Status Claim Status In Process Not Submitted Blank Blank Pre-Approval Submitted Submitted Pending Approval (this status is set automatically after updating the Submission Status) Blank Pre-Approval Submitted Rejected Blank Denied Pre-Approved Submitted Approved In Progress Claim Submitted Submitted Approved Claim Submitted Claim Denied Submitted Approved Claim Denied Claim Approved Submitted Approved Claim Approved a b For all fund request submission status fields except In Process, you must set Submission Status to Not Submitted, save the record, and then set it to Submitted. For all Special Pricing and MDF Request Approval Status fields except In Process and Pre- Approval Submitted, you must set the Submission Status, save the record, and then update the Approval Status. NOTE: You must ensure accurate migration of status field values, because these field values determine the logic for other record types that utilize funds. 15

16 Configuring Roadmap for Configuring 3 In Oracle CRM On Demand, Remove Fund Requests from User Roles, Access Profiles, Related Item lists, and so on. Replace Fund Requests with the Special Pricing Requests or MDF Requests accordingly. After the manual migration, the Special Pricing and MDF Request fields must map to the corresponding Fund Request fields (depending on the type of fund request) as shown in the following table: Fund Request Field Special Pricing Request Fields MDF Request Fields Pre-Approval Req. Total Amount Requested Amount Requested Granted Total Amount Authorized Amount PreApproved Claim Req. Total Claim Amount Req. Total Claim Amount Requested Approved Total Claim Amount Approved Total Claim Amount Approved Pre-Approval Date Not Applicable Pre-Approval Date Roadmap for Configuring Oracle CRM On Demand for Partner Relationship Management To configure, perform the following processes and tasks: 1 Setting Up Page Layouts on page 16 2 Setting Up Access Profiles for Partner Roles on page 74 3 Creating Partner Roles on page 87 4 Adding Partner Users on page 98 5 Process of Configuring Books and Workflow Rules for Oracle CRM On Demand for Partner Relationship Management on page 99 Setting Up Page Layouts This task is a step in Roadmap for Configuring Oracle CRM On Demand for Partner Relationship Management on page 16. It is recommended that you set up page layouts for each role that you intend to create in Oracle CRM On Demand for Partner Relationship Management. When setting up a page layout, you can create a new layout, or you can copy or edit an existing layout. You can add fields to the page layout as well as to the sections within the page, and you can also make available the related information in the page layout. 16

17 Configuring Setting Up Page Layouts Record Types for Which PRM Administrators Set Up Page Layouts PRM administrators typically set up page layouts for both the channel manager role and for the partner sales representative role. Channel Manager Role The following are the page layouts for the channel manager role: Accreditation Accreditation Request Certification Certification Request Course Course Enrollment Deal Registration Exam Exam Registration Fund Fund Request MDF Request Special Pricing Request Special Pricing Product Price List Price List line Item Lead Opportunity Service Request Solution Application Business Plan Objective Partner Sales Representative Role The following are the page layouts for the partner sales representative role: Accreditation Accreditation Request 17

18 Configuring Setting Up Page Layouts Certification Certification Request Course Course Enrollment Deal Registration Exam Exam Registration Fund Fund Request MDF Request Special Pricing Request Special Pricing Product Lead Opportunity Partner. It is recommended that Partner pages are not given to partner sales reps. Partner Program Service Request. It is recommended that service requests are also made available to a separate partner service representative role for partner employees who primarily work on service requests. Solution Application Objective. Consider your company's business processes and decide whether objective pages should be available to partner sales reps. Complete the steps in the following procedure for each page layout that you want to set up. NOTE: Some of the suggested page layouts for the partner sales representative role are copies of the page layouts for the channel manager role. Complete the setup of the page layouts for the channel manager role before you copy the channel manager role page layouts for use in the partner sales representative role. To set up a page layout for Oracle CRM On Demand for Partner Relationship Management 1 In Oracle CRM On Demand, click the Admin link, then Application Customization. 2 In the Record Type Setup section, click the link for the required record type. For example, click the Opportunity record type. For more information, see the following: For information on the typical page layouts for the channel manager role, see Page Layouts for the Channel Manager Role on page

19 Configuring Setting Up Page Layouts For information on the typical page layouts for the partner sales representative role, see Page Layouts for the Partner Sales Representative Role on page In the Page Layout Management section, click the link for the required page layout type. For example, click the link for the Opportunity Page Layout. 4 Perform the following steps: a On the record type Page Layout page, click Copy (the link next to a layout) to create a new layout that is based on an existing layout, or click New Layout on the title bar to create a new layout. b c In Step 1 of the Page Layout Wizard, enter a name for the layout and a description (optional). Click Finish to save the layout. NOTE: You will return later to the Page Layout Wizard to finish setting up the page layout. 5 On the record type Page Layout page, click the Edit Sections link for the layout that you want to configure. 6 In the Section Names Setup page, enter the labels for any new sections that you want to set up on the page layout. For information on the typical page sections for the channel manager role, see Page Sections for the Channel Manager Role Page Layouts on page 22. For information on the typical page sections for the partner sales representative role, see Page Sections for Page Layouts for the Partner Sales Representative Role on page Click Save. 8 On the record type Page Layout page, click the Edit link for the layout that you want to configure. 9 In the Page Layout Wizard, go to Step 2 (Field Setup), and specify the field setup for the page layout. For each available field, select either the Required or the Read-Only check box to support your business processes. For more information, see the following: For more information on typical fields and field layouts (including details of required fields) for the channel manager role, see Page Layouts for the Channel Manager Role Page Layouts on page 26. For more information on typical fields and field layouts (including details of required fields) for the partner sales representative role, see Page Section Layouts for Page Layouts for the Partner Sales Representative Role on page In the wizard, go to Step 3 (Field Layout), and configure the field layout for the page. Click the arrows to add fields to the various page sections. Remove any fields that you do not want by moving them from the page sections to the Available Fields list. For more information, see the following: For more information on typical field layouts for the channel manager role, see Page Layouts for the Channel Manager Role Page Layouts on page 26. For more information on typical field layouts for the partner sales representative role, see Page Layouts for the Channel Manager Role Page Layouts on page

20 Configuring Page Layout Configurations for the Channel Manager Role 11 In the wizard, go to Step 4 (Related Information), and configure the related information that is available on this page. Click the arrows to add fields to the appropriate sections. The options are as follows: Additional Information and Displayed Information. For more information, see the following: For more information on typical related information sections for the channel manager role, see Related Information Sections for the Channel Manager Role Page Layouts on page 46. For more information on typical related information sections for the partner sales representative role, see Page Layouts for Related Information Sections for the Partner Sales Representative Role on page Click Finish. Page Layout Configurations for the Channel Manager Role This topic describes the page layout modifications that PRM administrators typically configure for the channel manager role. It contains the following: Page Layouts for the Channel Manager Role on page 20 Page Sections for the Channel Manager Role Page Layouts on page 22 Page Layouts for the Channel Manager Role Page Layouts on page 26 Related Information Sections for the Channel Manager Role Page Layouts on page 46 Page Layouts for the Channel Manager Role Table 3 shows examples of specific layouts that support the channel manager role. NOTE: The channel manager role is based on a copy of the PRM administrator role so the layouts are preconfigured. Table 3 provides the specific layouts used to create the role definition. After you create the role definitions, you must change them as shown in the following table, before you add them to the role definitions already present on the copy of the PRM administrator role. Change the other record types for the page layouts only if your business requires it. Table 3. Page Layouts for the Channel Manager Role Record Type Page Layout to Copy New Page Layout Name Lead Lead Page Standard Layout Lead Page Channel Manager Layout Opportunity Opportunity Page Standard Layout Opportunity Page Channel Manager Layout Solution Solution Page Standard Layout Solution Page Channel Manager Layout 20

21 Configuring Page Layout Configurations for the Channel Manager Role Table 3. Page Layouts for the Channel Manager Role Record Type Page Layout to Copy New Page Layout Name Service Request Service Request Page Standard Layout Service Request Page Channel Manager Layout Business Plan Business Plan Page Standard Layout Business Plan Page Channel Manager Layout Objective Objective Page Standard Layout Objective Page Channel Manager Layout Deal Registration Deal Registration Page Standard Layout Deal Registration Page Channel Manager Layout Accreditation Accreditation Page Standard Layout Accreditation Page Channel Manager Layout Accreditation Request Accreditation Request Page Standard Layout Accreditation Request Page Channel Manager Layout Certification Certification Page Standard Layout Certification Page Channel Manager Layout Certification Request Certification Request Page Standard Layout Certification Request Page Channel Manager Layout Course Course Page Standard Layout Course Page Channel Manager Layout Course Enrollment Course Enrollment Page Standard Layout Course Enrollment Page Channel Manager Layout Exam Exam Page Standard Layout Exam Page Channel Manager Layout Exam Registration Exam Registration Page Standard Layout Exam Registration Page Channel Manager Layout Fund Request Fund Request Page Standard Layout Fund Request Page Channel Manager Layout MDF Request MDF Request Page Standard Layout MDF Request Page Channel Manager Layout Special Pricing Request Special Pricing Product Special Pricing Request Page Standard Layout Special Pricing Product Page Standard Layout Special Pricing Request Page Channel Manager Layout Special Pricing Product Page Channel Manager Layout Price List Price List Page Standard Layout Price List Page Channel Manager Layout Price List Line Item Price List Line Item Page Standard Layout Price List Line Item Page Channel Manager Layout 21

22 Configuring Page Layout Configurations for the Channel Manager Role Table 3. Page Layouts for the Channel Manager Role Record Type Page Layout to Copy New Page Layout Name Product Product Page Standard Layout Product Page Channel Manager Layout Partner Partner Page Standard Layout Partner Page Channel Manager Layout Application Application Page Standard Layout Application Page Channel Manager Layout Page Sections for the Channel Manager Role Page Layouts Table 4 describes the sections that company administrators typically set up for page layouts for the channel manager role. Table 4. Page Sections for the Channel Manager Page Role Page Layouts Page Layout Existing Section Name New Section Name Fund Request Page Channel Manager Layout Lead Page Channel Manager Layout Opportunity Page Channel Manager Layout Solution Page Channel Manager Layout Key Fund Request Information Fund Request Detail Information Additional Information Available Section Key Lead Information Opportunity Related Information Additional Information Available Section Key Opportunity Information Sales Detail Information Additional Information Available Section Solution Detail Information Additional Information Do not rename. Preapproval Information. Claim Information. Additional Information. Do not rename. Do not rename. Owner Information. Additional Information. Do not rename. Do not rename. Owner Information. Additional Information. Solution Detail Information. Additional Information. 22

23 Configuring Page Layout Configurations for the Channel Manager Role Table 4. Page Sections for the Channel Manager Page Role Page Layouts Page Layout Existing Section Name New Section Name Service Request Page Channel Manager Layout Business Plan Page Channel Manager Layout Objective Plan Page Channel Manager Layout Contact Information Key Plan Information SWOT Analysis Key Objective Information Target Information Additional Information Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Fund Key Fund Information Do not rename. Fund Request Deal Registration MDF Request Special Pricing Request Additional Information Key Fund Request Information Fund Request Detail Information Additional Information Available Section Deal Registration Key Information Opportunity Information Customer Information Approval Information Additional Information Key MDF Request Information MDF Request Detail Information Claim Information Additional Information Key Special Pricing Request Information Special Pricing Request Detail Information Claim Information Do not rename. Do not rename. Preapproval Information. Claim Information. Additional Information. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. 23

24 Configuring Page Layout Configurations for the Channel Manager Role Table 4. Page Sections for the Channel Manager Page Role Page Layouts Page Layout Existing Section Name New Section Name Additional Information Do not rename. Special Pricing Product Key Product Information Do not rename. Special Pricing Request Detail Information Special Pricing Request Justification Additional Information Do not rename. Do not rename. Do not rename. Price List Key Price List Information Do not rename. Additional Information Do not rename. Price List Line Item Key Product Information Do not rename. Key Product Line Item Information Additional Information Do not rename. Do not rename. Application Company Profile Do not rename. Application Submitted By Partnership Information Additional Information Section Do not rename. Do not rename. Do not rename. Partner Key Partner Information Do not rename. Accreditation Page Channel Manager Layout Accreditation Request Page Channel Manager Layout Certification Page Channel Manager Layout Profile Information Additional Company Profile Additional Information Key Information Accreditation Details Contact Information Additional Information Key Request Information Additional Information Key Information Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. 24

25 Configuring Page Layout Configurations for the Channel Manager Role Table 4. Page Sections for the Channel Manager Page Role Page Layouts Page Layout Existing Section Name New Section Name Certification Request Page Channel Manager Layout Course Page Channel Manager Layout Course Enrollment Page Channel Manager Layout Exam Page Channel Manager Layout Exam Registration Page Channel Manager Layout Certification Details Contact Information Additional Information Key Request Information Additional Information Key Information Course Details Contact Information Other Information Key Enrollment Information Additional Information Key Information Exam Details Contact Information Additional Information Key Registration Information Additional Information Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. Do not rename. 25

26 Configuring Page Layout Configurations for the Channel Manager Role Page Layouts for the Channel Manager Role Page Layouts Table 5 shows the page layouts that company administrators typically set up for the channel manager role. Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout MDF Request Page Section Layout Key MDF Request Information Request ID Request Name Principal Partner Account Fund Submission Status Due Date Expiration Date Campaign Marketing Purpose Region Category Partner Program MDF Request Currency None MDF Request Detail Information Start Date End Date Amount Requested Amount PreApproved Approval Status Request Date Submitted Date Pre-Approval Date Approver Last Approved By Reason Code 26

27 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Claim Information Total Claim Amount Requested Total Claim Amount Approved Claim Status Claim Decision Date Additional Information Owner Modified Owner Partner Account Description Deal Registration Deal Registration Key Information Name Type Submission Status Expiration Date Special Price Reqd ID Principal Partner Principal Partner Location Partner Program Support Reqd Opportunity Information Associated Opportunity New Opportunity Currency Deal Size Close Date Product Interest Next Step Customer Information Associated Customer 27

28 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout New Customer Company Name Country Address 1 Address 2 City Province Post Code Fax Associated Contact New Contact Mr./Ms. First Name Middle Name Last Name Job Title Telephone # Cell Phone Approval Information Approval Status Current Approver Final Approver Submitted Date Approved Date Reject Reason Additional Information Owner Owner Partner Account Originating Partner Account Created 28

29 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Modified Description Special Pricing Request Key Special Pricing Request Information ID Request Name Principal Partner Account Submission Status Due Date Fund Opportunity End Customer Originating Partner Account Deal Registration Partner Program Currency Special Pricing Request Detail Information Start Date End Date Total Amount Requested Total Amount Authorized Approval Status Request Date Submitted Date Authorized Date Approver Last Approved By Reason Code Claim Information Total Claim Amount Requested Total Claim Amount Approved Claim Status 29

30 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Claim Decision Date Additional Information Owner Modified Owner Partner Account Description Special Pricing Product Key Product Information Product Product: Product Category Quantity Currency Product: Part # Product: Type Product: Status MSRP Special Pricing Request Detail Information Purchase Cost Requested Cost Requested Resale Price Authorized Cost Suggested Resale Price Requested Amount Requested Discount Percent Authorized Amount Authorized Discount Percent Special Pricing Request Justification Competitor Name Competitor Product Competitor Product Price Competitive Partner Other Competitive Information 30

31 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Additional Information Created Description Modified Price List Key Price List Information Price List Name Effective From Effective To Type Status Currency Additional Information Created Description Modified Price List Line Item Key Product Line Item Information Price List Product Effective From* Effective To Product: Part # Price List List Price Additional Information Created Description Modified Fund Request Page Channel Manager Layout Key Fund Request Information Request Id Fund Request Name 31

32 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Fund Type Status Opportunity Opportunity Account Due Date Fund Request Currency Preapproval Information Pre-Approval Req Granted Pre-Approval Date Begin Date End Date Claim Information Claim Req. Approved Request Date Claim Decision Date Additional Information Owner Owner Account Channel Manager Approver Lead Page Channel Manager Layout Key Lead Information Mr. Ms First Name Last Name Company Job Title Created External Primary Phone # 32

33 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Cellular Phone Work Fax # Never Modified External Opportunity Related Information Status Rating Product Interest Potential Revenue Estimated Close Date Next Step Lead Currency Source Campaign Industry Annual Revenues Number of Employees Owner Information Owner Full Name Ownership Status Reassign Owner Owner Account Channel Manager Sales Person Additional Information Associated Account Associated Contact Associated Opportunity Billing Website 33

34 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Opportunity Page Channel Manager Layout Page Section Layout Key Opportunity Information Opportunity Name Account Sales Stage Next Step Registration Status Approval Status Revenue Partner Program Close Date Forecast Opportunity Currency Territory Sales Detail Information Status Priority Lead Source Opportunity Type Product Interest Probability% Expected Revenue Source Campaign Reason Won/Lost Registration Information Registration Status* Registered Partner* Registration Expires* Registered Partner Location* Owner Information Owner 34

35 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Ownership Status Approver Owner Account Reassign Opportunity Channel Account Manager Additional Information Modified By: Created By: Modified: Date External Created: Partner Page Channel Manager Layout Key Partner Information Partner Name Primary Partner Type Location Partner Organization Status Maximum Number of Users Main Phone # Main Fax # Web Site Price List Number of Active Users Profile Information Description Additional Company Profile Billing Company Identifier Annual Revenues Number of Employees Industry Shipping 35

36 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Expertise Region Partner Currency Additional Information Created Owner Owner Partner Account Originating Partner Account Modified External Channel Account Manager Principal Partner Account Solution Page Channel Manager Solution Detail Information Solution ID Title Product Product Category Solution Rating Number of Ratings Status Published Publish to PRM Externally Published Service Request Count Created External Modified External Service Request Page Channel Manager Layout Contact Information Service Number Account Principal Partner Account Contact 36

37 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Work Phone # Service Detail Information Area Cause Type Source Modified External Created External SR Currency Priority Status Opened Time Closed Time Owner Owner Partner Account Reassign Business Plan Page Channel Manager Layout Key Plan Information Plan Name Period Period: Start Date Period: End Date Type Status Principal Partner Account Product Name Plan Revenue Currency Owner Description 37

38 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout SWOT Analysis Strengths Weaknesses Opportunities Threats Accreditation Page Channel Manager Layout Key Information Name Type Status Available From Accreditation ID Primary Product Category Primary Product Available Till Accreditation Detail Validity (Months) Renewable Website Currency Accreditation Fee Payment Options Contact Information Contact Contact: First Name Contact: Last Name Contact: Account Contact: First Name Last Name Account 38

39 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Phone Additional Information Created By Created: Date Owner Modified By Modified: Date Description Accreditation Request Page Channel Manager Layout Key Request Information Accreditation Objective Request Date Accreditation Number Renewable Partner Accreditation Date Accreditation Status Expiration Date Additional Information Created By Created: Date Owner Modified By Modified: Date Description Certification Page Channel Manager Layout Key Information Name Type 39

40 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Status Available From Certification ID Primary Product Category Primary Product Available Till Certification Details Validity (Months) Renewable Website Currency Certification Fee Payment Options Contact Information Contact Contact: First Name Contact: Last Name Contact: Account Contact: First Name Last Name Account Phone Additional Information Created By Created: Date Owner Modified By Modified: Date Description 40

41 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Certification Request Page Channel Manager Layout Page Section Layout Key Request Information Certification Objective Request Date Certification Number Renewable Candidate Certification Date Certification Status Expiration Date Additional Information Created By Created: Date Owner Modified By Modified: Date Description Course Page Channel Manager Layout Key Information Name Type Status Available From Course ID Primary Product Category Primary Product Available Till Course Details Duration (Hours) Course Length (Days) Format 41

42 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Medium External Unique ID Website Hands-On Lab Exam Currency Course Fee Payment Options Objective Contact Information Contact Contact: First Name Contact: Last Name Contact: Account Contact: First Name Last Name Account Phone Additional Information Created By Created: Date Owner Modified By Modified: Date Description Course Enrollment Page Channel Manager Layout Key Request Information Course Objective 42

43 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Enrollment Date Enrollment Status Candidate Enrollment Number Completion Date Course Partner Additional Information Created By Created: Date Owner Modified By Modified: Date Exam Page Channel Manager Layout Key Information Name Type Status Available From Exam ID Primary Product Category Primary Product Available Till Exam Details Number of Questions Time Allowed (Minutes) Maximum Score Passing Score Validity (Months) Website Format Medium Grading Method 43

44 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Currency Exam Fee Payment Options Contact Information Contact Contact: First Name Contact: Last Name Contact: Account Contact: First Name Last Name Account Phone Additional Information Created By Created: Date Owner Modified By Modified: Date Description Exam Registration Page Channel Manager Layout Key Information Exam Objective Registration Date Registration Status Exam Partner Score Expires On Candidate Registration Number 44

45 Configuring Page Layout Configurations for the Channel Manager Role Table 5. Page Layouts for the Channel Manager Role Page Section Layouts Page Layout Page Section Layout Completion Date Score Achieved Grade Achieved Exam Date NOTE: The Effective From date on the Price List Line Item page layout does not display the Effective From date of the associated price list by default. The fields marked with an asterisk (*) in the Registration Information section (under the Opportunity Page Channel Manager Layout) of Table 5 will be populated only if you use the Deal Registration record type to manage your deal registrations. These fields will not be populated if you continue to use Opportunity record type to track and manage your deal registrations. In such cases, you can remove the Registration Information section from the layout. 45

46 Configuring Page Layout Configurations for the Channel Manager Role Related Information Sections for the Channel Manager Role Page Layouts Table 6 shows the related information sections that company administrators typically make available (that is, move to the Displayed Information section) in the page layouts for the channel manager role. Table 6. Related Item Information sections for the Channel Manager Role Page Layouts Page Layout Fund Request Page Channel Manager Layout Related Information Sections in the Displayed Information Section Attachments Notes Open Activities Completed Activities MDF Request Page Channel Manager Layout Activities Books MDF Request Teams MDF Request Attachments Audit Trail Deal Registration Page Channel Manager Layout Deal Registration Teams Special Pricing Requests Activities Deal Registration Product Revenues Audit Trail Special Pricing Request Page Channel Manager Layout Special Pricing Products Activities Books Special Pricing Request Teams Special Pricing Request Attachments Audit Trail Special Pricing Product Page Channel Manager Layout Price List Page Channel Manager Layout Price List Line Item Page Channel Manager Layout None Price List Line Items None 46

47 Configuring Page Layout Configurations for the Channel Manager Role Table 6. Related Item Information sections for the Channel Manager Role Page Layouts Page Layout Product Page Channel Manager Layout Application Page Channel Manager Layout Related Information Sections in the Displayed Information Section Price List Line Items Activities Application Teams Books Application Attachments Audit Trail Partner Page Channel Manager Layout Partner Type Partner Relationships Partner User Roles Addresses Applications Deal Registrations (if needed) Lead (if needed) MDF Requests (if needed) Special Pricing Requests (if needed) Notes Books Partner Organization Books Partner Campaigns Partner Plans Lead Page Channel Manager Layout Lead Partners Open Activities Completed Activities Attachments Lead Qualification Scripts Opportunity Page Channel Manager Layout Opportunity Partners Leads Opportunity Team Contacts Product Revenues 47